Journal of Revenue and Pricing Management

, Volume 16, Issue 3, pp 238–245 | Cite as

The emerging trend of hotel total revenue management

Practice Article

Abstract

Total hotel revenue management has emerged in the hotel industry as a next stage in the evolution of revenue management. By integrating several revenue streams including food and beverage, function space, catering, spa, retail, golf, and others with room revenue management, total revenue management enables hotels to achieve their goal in maximizing revenue in highly competitive markets. This study investigates the practices of hotel revenue management and discusses several future trends of total revenue management. In-depth interviews were conducted with 12 revenue professionals. Current issues and challenges in hotel revenue management are discussed and recommendations are offered.

Keywords

total revenue revenue management revenue streams revenue optimization hotel revenue 

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Copyright information

© Macmillan Publishers Ltd 2016

Authors and Affiliations

  1. 1.Ted Rogers School of Hospitality and Tourism ManagementRyerson UniversityTorontoCanada

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